The snooty waiter
While being friendly and helpful is usually the way to go, sales reps at high-end retailers might find some benefit in acting aloof and snobbish.
"They'll create a superior attitude so that a certain sort of customer will feel like they need to please that person," she explains. It's akin to a snooty waiter scoffing at your choice of wine so that you'll feel like you need to order a more expensive bottle to avoid embarrassing yourself.
Incidentally, Yarrow suggests that such a strategy may not be as effective as it was before the recession took hold and Americans realized that it was more important to pay down their credit card debt than that to impress snobbish handbag sellers.
A related tactic is to make customers feel as though they're part of some exclusive club. Gault says that she often hears sales reps at retail stores refer to items as being part of an "exclusive line" that you can't find anywhere else.